Gartner Expert

Dave Egloff

VP Analyst

Dave Egloff is a Vice President in Gartner's Sales Advisory Practice. He actively advises and produces research for sales and commercial executives to boost their team's effectiveness and optimize their GTM strategies. With over 20 years of global experience, his holistic approach combines qualitative assessments with quantitative insights. Areas of expertise include:

- Sales Design & Optimization role clarity, segmentation, account tiering and territory design

- Go-to-Market Strategy: coverage models, product launches and competitive differentiation

- Sales Transformations: strategic planning, M&A, change management and org redesign

- Sales Operations: sales support, operational excellence and KPIs

- Sales Compensation: incentive design, modeling, administration, goal setting & governance

Previous experience

Dave has been with Gartner since 2018. Before joining Gartner, he led sales effectiveness, sales compensation and global sales performance at companies such as TransUnion, Citrix and Motorola.

Professional background


Sr. Director, Sales Effectiveness


Director, Sales Compensation


Global Program Manager, Sales Performance Management

Areas of coverage

Sales Operations

Future of Work

Executive Leadership: Strategic Cost Optimization

Sales Strategy and Leadership

Sales Execution


Professional Certifications in Compensation (CCP, GRP, CECP) and Change Management (PMP, Lean Six Sigma)

M.S., Management and Systems, New York University, New York City

B.S., Psychology, summa cum laude, Sacred Heart University, Fairfield, Connecticut

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Top Issues That I Help Clients Address

1Strategic sales force design with a focus on sales role clarity, coverage models and segmentation

2Improving seller productivity by leveraging quantitative and qualitative analyses

3Designing and optimizing the sales operations function for greater effectiveness

4Managing, assessing and optimizing sales compensation programs

5Transforming a sales force in response to cost management, organizational changes, mergers and acquisitions